Desmet - Senior Sales Manager (18-25 yrs)

JOB SUMMARY:

As part of the Desmet India Sales & Marketing team, your role will be to provide Senior Managerial support to enhance company sales and marketing functions. Develop and implement sales and marketing strategy for Refining & Fractionation, Monitor and analyse sales and marketing activity against goals.

KEY ACCOUNTABILITIES

1. Customer Data collection:

- To meet new customers through seminars/conferences/visits for Market Segments or from Sales Territories assigned or through references.

- File this data in company CRM regularly.

2. Enquiry generation /registration of quotation numbers

- Face to face meeting with customers for discussing potential investments.

- Creating interest and generating enquiries for Desmet solutions.

- Registering these enquiries (and those received on mail/ web) into CRM along with creating a unique quotation number for each enquiry.

- Understanding the clear requirements with rounds of discussion with customer.

3. Detailed Quotation preparation:

- Classify the Quotation request as per DIN standard or Non-standard. If non-standard, request Process department to provide feedback on PFD and references for Budget.

- Sizing and download/preparation of technical section documents from CIS standards/DIN standards/as per process feedback.

- Prepare technical section documents including utilities and performances and adopt flowsheets

- Insert prepared technical section documents and flow sheets in quotation document

- If Technical offer is prepared by Process Team, validate the same as the final version accepted by Sales.

- Send the technical proposal to client for review and approval.

- Organize discussions between client and Desmet experts to clearly define scope of supply.

- Once the Technical Proposal is finalised with client, start work on the Estimation sheet.

4. Estimation sheet

- Estimate costs by taking budgetary offers from vendors and from previously executed projects (PO Copies) adding suitable factors to cover time and inflation

- Co-ordinate with Global team for imported equipment costs and freight charges

- Final offer and quotation check by the Project Team in case of non-standard proposals.

5. Sales Activities:

- Preparation for meeting

- Targeting of customers based on past experience / references

- Engaging the customers identification of influencers

- Discovering customer needs

- Providing solutions to customers

- Resolving objections, they might have

- Gaining an agreement and making a sale

- Collecting information on competitive bids

- Visit the client for Technical Presentation to discuss the Scope, utility consumptions, etc.

- Submitting Commercial Proposals as per Desmet Sales policy

- Payback calculators for clients to demonstrate Cost-benefit analysis

- Techno-commercial discussions with clients and Contract Negotiation with clients

- Preparing LOI for the finalised projects

- Finalise and sign Sales Contract with clients as per Desmet terms and conditions

- Work to receive down payment

- Coordination with the customer and Project Execution team till the commissioning and

handover of the project.

- Follow-up with customers for payments for timely Equipment and Service delivery

- Organize seminars and conferences as per approved budgets for the year

- Update the global market news to the customer on a regular basis.

- Create a strong personal brand for self within the industry

- Collecting, collating and internal distribution of all information on competitive activities

- Key Account Management of assigned Accounts

6. Coordination with Process team:

- Preparation of DIN standard technical offers and process flow diagrams.

- Preparation of technical offers for complex requirements and RFQs

- Checking of technical proposal (scope and guarantees) for draft contract.

7. Coordination with Project team:

- Kick off Project and explain modalities to the Project manager

- Cost estimation for nonstandard quotations

- Optimise the accessories price while approaching for final commercial negotiation.

8. Coordination with Finance / Legal team:

- Coordination for formats of BG and LC formats, as the need may be

- Contract alignment between client and Desmet including finalisation and sign-off

9. Coordination with Detailed Engineering team:

- Estimation of manhours required for special RFQ projects.

10. Coordination with Customer Support (CS) team:

- Support the CS Business in winning Spares and Service orders

- Sell Technical Audits to Customers for CS business growth

11. Coordination with global marketing team:

- Driving marketing activities

- Use of social media tools

12. Reporting:

- All communication with clients (e-mails, letters, proposals) to be filed without fail in CMS (Correspondence Management System).

- All opportunities to be updated regularly in CIS (Customer Information System)

- Regular updates to Management on Markets and Competition

EDUCATION AND EXPERIENCE:

Required Education / Experience:

- Bachelors degree in Engineering (Chemical or Mechanical) with a post-graduation in Marketing or Management

- At least 8 years in a Senior manager-level sales position in project-based industrial sales environment (B2B)

- Knowledge of contracting, negotiating, and change management.

- Knowledge of structuring sales quota goals and revenue expectations.

- Experience in planning marketing strategies, ad campaigns, and successful public relations efforts.

- Work requires professional written and verbal communication and interpersonal skills.

- Ability to motivate teams to achieve targets within tight timeframes and simultaneously manage several accounts. Ability to participate in and facilitate group meetings.

- Work requires willingness to work a flexible schedule.

HR COMPETENCIES:

- Decisive thinker

- Skilled influencer

- Personally credible

- Role model

REQUIRED PROFILE:

Knowledge, Skills & Abilities:

- Displays a hands-on, pragmatic, no-nonsense pro-activeness

- Displays a broad technical interest and is keen to learn

- Excellent written and verbal communication and interpersonal skills

- Knowledge of contracting, negotiating, and change management

- Willing to travel

- Highest level of ethics and integrity

- Good understanding of project-related financial metrics